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1 https://wordpress.org/?v=5.4.1During uncertain times, communicate!https://join.healthmart.com/business-and-operations/during-uncertain-times-communicate/
https://join.healthmart.com/business-and-operations/during-uncertain-times-communicate/#respondThu, 23 Apr 2020 19:24:32 +0000https://join.healthmart.com/?p=5243When in a crisis, communicate with customers. In brief: Because of COVID-19, many patients are scared, anxious and uncertain Even when juggling lots of responsibilities, during times of uncertainty, communication is critical Provide patients with basic, timely information Learn from pharmacies that are taking the lead to communicate with their customers In a crisis, don’t…

Even when juggling lots of responsibilities, during times of uncertainty, communication is critical

Provide patients with basic, timely information

Learn from pharmacies that are taking the lead to communicate with their customers

In a crisis, don’t forget to communicate

Most independent pharmacists have experienced some type of crisis. It could be a major snowstorm, a flood, a tornado, a fire or some other natural disaster.

But, in most parts of the country, it seems that the worry and disruption related to COVID-19 surpasses anything we’ve ever previously experienced.

Everyone is being bombarded with constant information, statistics and stories. For many, life has been drastically altered. Our patients and customers are anxious and uncertain.

At this moment, we all have a million conflicting priorities. We must deal with operations and purchasing. We have to fill prescriptions and keep our staff members safe.

In trying to help our customers, run our pharmacies and take care of our families, we can lose track of the need to engage in basic communication with our customers and our community.

Communicate clear messages in multiple ways

When communication is critical and urgent — as it is at the moment — follow these guidelines:

Reinforce the basics. Even if it’s “business as usual” at your pharmacy, customers need to know that, especially in an environment where so many retail stores are closed. In all of your communications, reiterate clear messages:

Confirming that your store is open

Stating your hours, phone number and address

Informing customers about your services such as delivery, curbside pickup and med sync

Telling customers where to find more information, including your website and Facebook page

Keep your website and Facebook page updated. Many organizations have created a special page or section for the latest COVID-19 information. Update this page or section frequently. See Creswell Health Mart Pharmacy in Oregon’s Facebook page.

Respond quickly. People expect fast answers. If no one responds quickly to an email or a question on your Facebook page, people will seek answers elsewhere. Have one staff member be responsible for responding. Better yet, anticipate questions and send out information before people ask.

Overcommunicate. Don’t expect one message to be enough. Reach out multiple ways at multiple times through multiple communication channels. Use your website and Facebook. Send emails. Have bag stuffers. Record a new voicemail message. Consider using technology to place outbound calls. Be interviewed by the local newspaper.

You be may extremely busy and spread very thin. At such a time, focusing on communication may be the last thing on your mind. But, consider your customers’ perspective. They want to know that your pharmacy is on top of things, is continuing to operate and will be able to serve them.

With all the things you have going on, don’t forget to take a few minutes to continue to communicate.

]]>https://join.healthmart.com/business-and-operations/during-uncertain-times-communicate/feed/0Expand drive-through, curbside pickup and home deliveryhttps://join.healthmart.com/business-and-operations/expand-drive-through-curbside-pickup-and-home-delivery/
https://join.healthmart.com/business-and-operations/expand-drive-through-curbside-pickup-and-home-delivery/#respondThu, 23 Apr 2020 19:17:24 +0000https://join.healthmart.com/?p=5233Without patients in your store, deliver even more. In brief: Because of COVID-19, many customers are seeking pickup and delivery options Drive-through, curbside and delivery options help protect your patients and staff Don’t just provide prescriptions; offer customers all of the products they need Shopping without going into a store To stay safe and stop…

Don’t just provide prescriptions; offer customers all of the products they need

Shopping without going into a store

To stay safe and stop the spread of COVID-19, Americans are avoiding groups and staying at home. But your customers still need to get their prescriptions and the other products they need.

Pharmacies can supply these prescriptions and products while ensuring that patients and staff members are protected through curbside pickup, drive-through and delivery services.

No window, no problem. Even if your location doesn’t have a drive-through window, customers don’t need to leave their cars. Designate an area for curbside pickup and have patients call or text when they arrive. Flower Mound Pharmacy in Texas posted this sign as a simple way for customers to drive up and pick up what they need.

Add to the order. When patients call for a prescription, ask what other items from your store they would like. Make it clear that this includes everything you carry, ranging from over-the-counter products to snacks. And, if you have access to in-demand items like toilet paper or hand sanitizer, be sure to let your customers know.
Train your staff to ask about likely purchases. Do you need milk from our cooler? Would you like a magazine or one of our puzzles to keep the kids busy? If you have an online ordering option on your website, be sure to promote it at this time.

Expand delivery. If you already offer home delivery, consider extending your coverage area or waiving any delivery fee during the COVID-19 outbreak. When you remind people of your delivery service or announce any changes, be sure to explain how easy it is for new customers to transfer prescriptions to your pharmacy. And, reiterate to customers that you can deliver all of the products you offer in your store, not just their prescriptions.
Shown below is a feature on a television station in Biloxi, Mississippi about how Polk’s Drugs is offering free delivery for prescriptions. Polk’s has waived its normal delivery fee and is willing to deliver anything sold in the store, including snacks, drinks and OTC products. By providing delivery, patients avoid having to stock up; they can get prescriptions and other products as needed.

Increase safety. Take every precaution to protect your staff and your patients. You might want to equip drivers with face masks and gloves, and add an option for customers to not have to sign when picking up orders.
Also, for patients still coming inside your pharmacy, help them remember social distancing guidelines with simple signs and visual cues, such as lines on the floor indicating where to stand.
In a Facebook post, Charleston Pharmacy in South Charleston, Ohio, explained that patients should practice social distancing by standing apart when dropping off prescriptions or waiting in line.

Partner with other local businesses. If you have room in your parking lot, consider inviting other local businesses to set up shop there for curbside pickup. This could include a farmer with fresh produce or a florist offering flowers that can unexpectedly brighten someone’s day. And, make sure to mention this on your website, when customers place an order and in the local paper.

Patients still need everything that you offer in your pharmacy. Make it easy and safe for them to get everything they need even if they can’t go inside your store.

]]>https://join.healthmart.com/business-and-operations/expand-drive-through-curbside-pickup-and-home-delivery/feed/0Your pharmacy can help protect patients from HIVhttps://join.healthmart.com/clinical-performance/your-pharmacy-can-help-protect-patients-from-hiv/
https://join.healthmart.com/clinical-performance/your-pharmacy-can-help-protect-patients-from-hiv/#respondFri, 28 Feb 2020 22:54:32 +0000http://join.healthmart.com/?p=5196Get prepped for PrEP In brief: PrEP (pre-exposure prophylaxis) medications help reduce the risk of getting HIV. More than 1 million Americans can benefit from PrEP meds — but most patients don’t get them Many insurance plans and state Medicaid programs cover PrEP Pharmacies can play an important role in helping patients get PrEP A…

More than 1 million Americans can benefit from PrEP meds — but most patients don’t get them

Many insurance plans and state Medicaid programs cover PrEP

Pharmacies can play an important role in helping patients get PrEP

A game changer for HIV

In the effort to halt the spread of HIV, pre-exposure prophylaxis (PrEP) is a game changer for people at risk for HIV. PrEP is a combination of medications prescribed to people who do not have HIV but are at high risk for getting it.

When taken daily, PrEP, an FDA-approved pill made up of two anti-viral medications, reduces the risk of contracting HIV by about:1

Ready, set, PrEP

In December 2019, the U.S. Department of Health and Human Services (HHS) launched “Ready, Set, PrEP.” This program is part of the Ending the HIV Epidemic (EHE) initiative. EHE’s goal is to reduce the number of new HIV infections in the U.S. by 75% in 5 years and by 90% in 10 years.

The Ready, Set, PrEP program increases access to PrEP medicines by making PrEP available to those without prescription drug coverage at no cost.2

How pharmacies can participate

Currently, about 1 million people at risk for HIV in the United States could benefit from PrEP medications — which are highly effective — but only a small fraction of these individuals is getting these drugs. Community pharmacies can play a key role in ensuring that the right patients get access to PrEP.

About one third of U.S. chain pharmacies have signed up to participate in the Ready, Set, PrEP program; Health Mart® is the only group of independent pharmacies invited to join this program.

As part of Ready, Set, PrEP, a pharmacy agrees to:

Receive reimbursement at wholesale acquisition cost (WAC)

Donate dispensing fees for filling PrEP medications

Also, participating pharmacies need to be ready to counsel patients on adherence. In order to be effective, the medication must be taken daily. Also, remind patients that they must take precautions, such as using condoms, to protect from other sexually transmitted diseases.

There will be no DIR fees or clawbacks related to this program.

Pharmacies in targeted areas identified with the greatest need have been contacted and invited to enroll. The program is expected to roll out to other areas later this year.

]]>https://join.healthmart.com/clinical-performance/your-pharmacy-can-help-protect-patients-from-hiv/feed/0Improving patient safety in independent pharmacieshttps://join.healthmart.com/business-and-operations/safe-processes-can-differentiate-your-pharmacy/
https://join.healthmart.com/business-and-operations/safe-processes-can-differentiate-your-pharmacy/#respondFri, 28 Feb 2020 22:47:22 +0000http://join.healthmart.com/?p=5194Safe processes can differentiate your pharmacy In brief: Ensuring patient safety is always a top priority for any pharmacy. Leverage resources and assessments to help you identify areas of improvement. Constantly work to improve safety while differentiating in ways that matter to patients. 4 ideas for independent pharmacies 1. Continue to improve the safety you…

Leverage resources and assessments to help you identify areas of improvement.

Constantly work to improve safety while differentiating in ways that matter to patients.

4 ideas for independent pharmacies

1. Continue to improve the safety you deliver. Share information with patients and their caregivers so they can take medications safely and effectively.

7 ways independent pharmacies can contribute to patient safety:

Organize your workspace

Manage workflow

Use technology well

Flag sound-alike and look-alike medications

Check multiple times

Verify oral instructions

Know common mistakes

These tips include organizing your workspace with safety in mind; managing your workflow, which includes adequate staffing for busy periods; using technology to create appropriate alerts; having multiple “check steps” in your process; and more.

3. Partner with patients to avoid safety issues. Work with your patients and offer wellness services designed to improve their health and achieve their goals.

Tips to share with patients:

Talk to the pharmacist. Encourage patients to ask questions to make sure they know what medication they are taking, why they are taking it and any side effects. Use these interactions for education and adherence coaching.

Open the bag. Suggest that patients look in their bag to make sure they are getting the right medication.

Look at the pills. Patients who get refills often recognize their pills and can note if something looks different.

Read the instructions. Encourage patients to read the information that comes with their prescription to make sure the drug matches the ailment being treated.

4. Constantly differentiate. Keep in mind that customers care about a pharmacy’s safety, accuracy and knowledge. Continue to reinforce and build on these advantages in creating loyal customers.

What Consumer Reports says1

According to a Consumer Reports survey of 78,000 CR members, independent pharmacies earned high scores on measures such as courtesy, helpfulness, speed of checkout and filling prescriptions as well as pharmacists’ knowledge and accuracy.

Resources for success

Implementing safe processes and building trust with patients can make a positive impact on patient safety. The Institute for Safe Medication Practices (ISMP) is the only 501c (3) nonprofit organization devoted entirely to preventing medication errors. Leverage their complimentary resources to help improve patient safety.

Reference the guidelines for safe use of technology, specific high-alert medications, and treating high-risk patient populations.

]]>https://join.healthmart.com/business-and-operations/safe-processes-can-differentiate-your-pharmacy/feed/0Thank your local doctors on National Doctor’s Dayhttps://join.healthmart.com/pharmacy-marketing-and-promotions/thank-your-local-doctors-on-national-doctors-day/
https://join.healthmart.com/pharmacy-marketing-and-promotions/thank-your-local-doctors-on-national-doctors-day/#respondFri, 28 Feb 2020 22:41:37 +0000http://join.healthmart.com/?p=5192Let doctors know how your pharmacy makes their lives easier In brief: National Doctors’ Day is Monday, March 30, 2020 Recognize and thank doctors in your community Let doctors know all your pharmacy does to make their lives easier National Doctors’ Day National Doctors’ Day is held each year on March 30. It is a…

National Doctors’ Day

National Doctors’ Day is held each year on March 30. It is a day to honor the important contributions of physicians who work to keep the people in our communities healthy.

You may ask, since doctors are highly respected and well compensated, do they really need recognition?

Definitely. Everyone needs thanks and recognition, including doctors.

Being a doctor today

Consider this: on average, doctors work 51 hours per week and see 20 patients per day. Almost a quarter of physicians’ time is taken up with nonclinical (and frustrating) paperwork.1

One study found that if a primary care physician did everything themselves that they were supposed to do for patients — screening, counseling, immunization, drug prescription, routine chronic care, plus treatment of acute conditions — they could reasonably care for a panel of 983 patients.2

However, physicians typically care for 1,800 to 2,000 patients — and some have as many as 2,500 or even 3,000 patients.3

Doctors are expected to learn and use new electronic medical records, to comply with various regulations, and to stay up to date on new drugs and developments.

Is it any wonder that physicians’ stress, burnout and depression have soared?

How you can help

In this challenging environment, the best approach for doctors is “team-based delegation.” With delegation, doctors can shift a great deal of important work to other qualified healthcare professionals — such as pharmacists.

With this in mind, on Doctors’ Day, let the physicians in your community know all of the ways your pharmacy is making their lives easier, and the lives of their staff and patients. For example:

Med sync streamlines the refill process and minimizes the calls to their office.

Patient education including CMRs (comprehensive medication reviews), MTM (medication therapy management) and coaching takes the responsibility for education about medications off their plate and puts it on your plate.

Managing patients with chronic conditions such as diabetes and heart disease can be time consuming. Offer your pharmacy as a collaborative solution to monitor and coach patients and provide progress reports between office visits.

Providing immunizations such as flu shots and shingles vaccines is an area where your pharmacy can administer and track, removing this burden from physicians.

Point-of-care testing for blood pressure, cholesterol, diabetes and other conditions is something you can do so patients can stay abreast of their situation and take action if needed.

In each of these areas, your pharmacy is helping patients and helping physicians and their staff. You can keep the physician in the loop as necessary and direct patients to see their doctor when required.

Letting doctors know

The services described above, and others that your pharmacy provides, are well known to you but may not be well known by physicians and their staff.

So, this year in advance of and on National Doctors’ Day:

Send a note to doctors in your community. Express your appreciation for all that they do and let them know how you are helping them and making their lives easier.

Stop by the offices of several of your leading prescribers, delivering this message in person.

Work the phones by taking a few minutes to call doctors in your area.

Post on social media to let your patients and community know that it’s Doctors’ Day

Write an op-ed in the local paper showing your appreciation and support for physicians.

Ask questions about who is helping the patient learn skills or achieve clinical goals between office visits when receiving prescriptions.

These personal gestures help build relationships. They reinforce to physicians, their staff and patients that in today’s challenging environment you are a partner dedicated to helping doctors deliver the best possible care to patients in your community.

]]>https://join.healthmart.com/pharmacy-marketing-and-promotions/thank-your-local-doctors-on-national-doctors-day/feed/0Protect patients with prediabeteshttps://join.healthmart.com/business-and-operations/protect-patients-with-diabetes/
https://join.healthmart.com/business-and-operations/protect-patients-with-diabetes/#respondFri, 28 Feb 2020 22:31:29 +0000http://join.healthmart.com/?p=5189What your pharmacy can do to prevent diabetes In brief: Diabetes and prediabetes are epidemics affecting 1 in 3 Americans Your pharmacy can help prevent prediabetes from developing into diabetes Learn how a pharmacy in Oklahoma is leading the way in assisting patients with diabetes On Diabetes Alert Day, March 24th, create awareness of how…

The Huge Wave of Prediabetes

You are already aware of the magnitude of the diabetes epidemic and are already serving many patients with diabetes. Yet, as large as the diabetes epidemic is, it is dwarfed by prediabetes, as 86 million Americans have prediabetes – three times the number with diabetes.2 This includes 1 in 4 young adults.3

Of those with prediabetes, 90% don’t even know they have it. Individuals with prediabetes are at increased risk to develop diabetes, heart disease and stroke.4

Preventing Diabetes

The good news is that it is possible to dramatically reduce the risk of prediabetes developing into diabetes. Per the CDC, through lifestyle changes – like modest weight loss and physical activity – individuals can reduce their risk by 58% to 71%.5

How Your Pharmacy Can Help

There is a great deal your pharmacy can do to help patients with prediabetes reduce their risk of developing diabetes. You can:

Raise awareness about the prevalence of the dangers of diabetes and prediabetes. A good opportunity to raise awareness is Diabetes Alert Day on March 24, 2020. Use Diabetes Alert Day as a wake-up call for patients. Create awareness through social media, signage and promotion. The NIH has tools including flyers, social media content and resources for professionals and patients. If you are a Health Mart pharmacy, you can visit the Marketing Hub for templates to help you promote.

Screen patients to identify who may be at risk. Use this online Diabetes Risk Test to identify who may be at risk for diabetes. The CDC also has a Prediabetes Risk Test. Work with patients to conduct these assessments on a computer, tablet or phone and refer at-risk patients to physicians.

Educate and coach patients to make lifestyle changes. For most patients, the key to preventing diabetes is lifestyle changes related to diet, activity, smoking cessation and stress reduction. Pharmacists are already experts at coaching patients in these areas. Most patients at risk of prediabetes would benefit from this coaching.

Conrad-Marr Drug in Yukon, Oklahoma, will be one of the first pharmacies in its area to offer the PreventT2 program. The pharmacy in a suburb of Oklahoma City already serves many patients with diabetes and recognized that prevention is a great way to keep patients healthy.

Pharmacy technician Kristen Thomas is taking the lead for Conrad-Marr. She already has experience working with patients who have diabetes and has now completed online training for PreventT2 program. “It’s a natural progression,” she said of the pharmacy’s plan to extend its offerings to diabetes prevention.

To recruit patients, the pharmacy is using a combination of methods: signs, bag stuffers, flyers, social media posts and visits to provider offices to explain this lifestyle coaching program. The PreventT2 program offers templates a pharmacy can customize to recruit patients, including flyers to explain the program and a referral form for providers to complete.

Conrad-Marr plans to offer PreventT2 for free to its first patient cohort, but plans to bill insurers in the future. Medicare Part B covers diabetes prevention for eligible patients, as do some commercial plans. Employers and individuals may also pay out of pocket.

Following the guidelines for the PreventT2 program, patients will meet in person once a week for the first six months and then once or twice a month for six months.

As part of the program, patients keep a weight log, food log and fitness log, as well as an action plan journal. “It’s not a diet,” Thomas explained, but a program to kick bad habits and learn how to develop new ones. “I’m excited about doing it along with them,” she said. “Offering the diabetes prevention program to keep our patients healthy is an extension of the relationships we already have.”

]]>https://join.healthmart.com/business-and-operations/protect-patients-with-diabetes/feed/0Independent pharmacy trends for 2020https://join.healthmart.com/business-and-operations/independent-pharmacy-trends-for-2020/
https://join.healthmart.com/business-and-operations/independent-pharmacy-trends-for-2020/#respondFri, 31 Jan 2020 19:31:27 +0000http://join.healthmart.com/?p=5181The context and opportunities for independent pharmacy In brief: Pharmacy has evolved from filling prescriptions to broadly caring for patients The landscape for independent pharmacy is extremely challenging, which is unlikely to change But there are enormous opportunities to improve outcomes and quality of life and to lower costs Pursuing these opportunities requires creating the…

The transformation of independent pharmacy

About 30 years ago, a transformation in the pharmacist’s role began. This transformation has been from dispensing products to taking a broader responsibility for patient care.

As we enter a new decade, the role of the pharmacist will continue to broaden to fill gaps in patient care and provide even more value to healthcare consumers, who are demanding quality, convenience and control in their health and wellness journey.

The impact pharmacists will make starts with individual patients and caregivers and expands to opportunities to impact public health.

Challenges

Independent pharmacy faces multiple challenges including complex reimbursement issues, a shifting product mix, increased use of technology and a changing provider landscape fueled by industry consolidations and new entrants.

Opportunities

Despite these considerable challenges, independent community pharmacies — staffed with highly trained pharmacists — are in the perfect position to:

Deliver improved clinical outcomes

Improve patients’ quality of life

Reduce healthcare costs

Continuing the transformation, achieving these opportunities

Achieving these results will be based on creating an outstanding pharmacy team, expanding valuable clinical services, leveraging front-end assets and differentiating your pharmacy in a crowded landscape.

Creating an outstanding pharmacy team. Independent pharmacies must ensure that all members of the pharmacy team are trained and prepared to perform at the top of their license, credentials or training. An efficient, well-trained team allows pharmacists more time for patient consultation and delivery of value-add services. This includes enhanced patient care; clinical education and monitoring; pharmacist prescriptive authority under protocol; and collaborative practice or stand-alone authority.

Leveraging front-end assets. Pharmacies must leverage their front end to be sure that customers can find the right products and services to meet their needs. These products should offer solutions for patients who are sick, recovering or managing chronic conditions as well as provide convenient options to maintain health and wellness.

Differentiating your pharmacy. As a baseline, independent pharmacies must offer those services available at traditional competitors, including immunizations, chronic condition support, point-of-care testing, medication therapy management, nutrition support, delivery and more. But to stay competitive, independent pharmacies must do even more — they must constantly look for ways to offer differentiating value to keep consumers engaged.

How Health Mart helps

Health Mart pharmacy owners are driven to transform the health and wellness journey for patients and caregivers and are dedicated to improving their communities. Their firsthand knowledge of the needs of their communities allows them to leverage all of their unique assets to meet these goals.

Health Mart supports independent pharmacy owners in their efforts to remain independent and leverage relationships, knowledge and assets while pairing their individual strength with national brand recognition and value-add resources from McKesson.

Health Mart Atlas, the leading pharmacy services administration organization (PSAO), is also critical for pharmacies navigating the evolving reimbursement landscape. With the right PSAO partner and well-trained staff, patient care improves as does a pharmacy’s business results.

What the future holds

Now is the time for independent pharmacies to build on the momentum of the past three decades.

Pharmacists at independent community pharmacies can leverage their role as trusted local healthcare providers to improve the health of individual patients and to impact public health. This will be done by creating an outstanding team, continuing to expand the clinical services that are offered, leveraging front-end assets, and constantly innovating and differentiating versus traditional competitors.

The coming decade will be challenging. But for independent pharmacies that understand these trends and capitalize on them, it will be possible to future-proof the pharmacy and grow the business.

]]>https://join.healthmart.com/business-and-operations/independent-pharmacy-trends-for-2020/feed/0Turn local prescribers into your best referral sourcehttps://join.healthmart.com/business-and-operations/turn-local-prescribers-into-your-best-referral-source/
https://join.healthmart.com/business-and-operations/turn-local-prescribers-into-your-best-referral-source/#respondFri, 31 Jan 2020 18:42:52 +0000http://join.healthmart.com/?p=5176Partner with providers to take your pharmacy to a new level In brief: Partnering with providers in your community is a key way to grow your business Prescribers may be receptive to hearing from you, since quality measures that pharmacists impact can affect their payment Target your outreach efforts and show your value Build relationships…

Partnering with providers in your community is a key way to grow your business

Prescribers may be receptive to hearing from you, since quality measures that pharmacists impact can affect their payment

Target your outreach efforts and show your value

Build relationships over time with regular contact

Why partnering with providers is so important

Providers have patients with health issues, and you have solutions. When your pharmacy partners with providers in your community, you can:

Efficiently reach lots of patients about your services

Raise awareness of what sets your pharmacy apart

Be paid for more than just filling prescriptions

Already, many independent pharmacies are partnering with providers to deliver improved care. Today, more than one third of independent pharmacies have collaborative drug therapy agreements with providers, and nearly a quarter of pharmacies have access to patients’ electronic medical records.1

If you aren’t working closely with providers, you are missing significant opportunities.

They’re more ready to listen

Even if providers previously seemed unenthusiastic when you reached out, don’t give up. In fact, consider trying again, since providers might now be more open and receptive than in the past.

Three reasons providers may now be more receptive are:

Providers have new performance measures. Providers are being subjected to new performance measures from both Medicare and commercial plans.

Performance will affect their bottom line. Starting in 2020, prescribers can earn bonuses from Medicare or be subject to payment reductions, based on their performance in 2018.

Many of these measures are pharmacy related, covering categories such as:

Medication adherence

Vaccines

Medication reviews

Medication management

Preventive care and screening

Care gaps and coordination

Key takeaway: Your pharmacy can directly affect a provider’s revenue.

Focus on the right targets

You don’t have time for a shotgun approach, using techniques like mass mailings to providers. You have to be targeted and efficient, focusing on those prescribers who can benefit most from your pharmacy.

A tool like the Physician Outreach Program helps you connect with prescribers in your community, coordinate patient care and grow your business with new patient referrals. Get the data and tools needed to quickly identify prescriber partners in your area.

Check parameters such as each provider’s distance from your store, their specialty and your pharmacy’s share of their prescription volume. For example, to promote diabetes care, you can reach out to nearby ophthalmologists, podiatrists and endocrinologists.

Don’t be just another sales call

The first step in building a relationship is LISTENING. Schedule a face to face meeting and before presenting your pharmacy’s capabilities, ask the provider(s) and their staff about THEIR clinical, operational and financial concerns.

In learning about the provider’s challenges, your pharmacy may be able to help with:

Medication adherence

Medication synchronization

High-risk medications

Home delivery

E-prescribing

Once you know their priorities, describe how your pharmacy can benefit them. This might be through improving their performance metrics, increasing the satisfaction and outcomes of their patients and saving staff time.

Or they may not be aware that enrolling a patient in your pharmacy’s med sync program can cut the number of refill calls to their busy office from 17 per year to 4.2

Key takeaway: Emphasize how your pharmacy benefits their practice.

Before you leave, ask for a referral. Start with one challenging patient with whom you can make a difference. Over time schedule regular meetings with the provider’s staff to review specific patients and their care plans.

Stay on their mind when you walk out of the office by leaving materials such as:

A flyer with a list of your services

Coupons for the practice’s patients

Pads with referrals for shingles shots

Pro tip: Health Mart® customers can access the Marketing Hub for a variety of tools to set your marketing in motion with less effort (and save up to 50% using your Matching Funds).

After every meeting or phone call, plan your next contact with that provider. Schedule it on your calendar. Be sure you ask each provider’s preference for how to contact them. One study found 53% of physicians want a call, but 46% prefer email or fax.

Build relationships

The key to generating referrals from providers in your community is building and deepening relationships. Show providers how your pharmacy will benefit their patients and their practice, and follow up repeatedly to constantly improve the level of service you deliver.

You will win their support with your professionalism, expertise and clinical services.

]]>https://join.healthmart.com/business-and-operations/turn-local-prescribers-into-your-best-referral-source/feed/0Are you ready for a second store?https://join.healthmart.com/business-and-operations/are-you-ready-for-a-second-store/
https://join.healthmart.com/business-and-operations/are-you-ready-for-a-second-store/#respondThu, 30 Jan 2020 21:28:45 +0000http://join.healthmart.com/?p=5172Know when and how to grow In brief: A growing number of independent pharmacy owners have more than one store Adding locations can bring more revenue and increase efficiency Several factors may signal opportunities to grow by opening another store Ensure you have both the money and staff to add a new pharmacy Bigger can…

A growing number of independent pharmacy owners have more than one store

Adding locations can bring more revenue and increase efficiency

Several factors may signal opportunities to grow by opening another store

Ensure you have both the money and staff to add a new pharmacy

Bigger can be better

About one third of independent pharmacy owners (32%) have ownership stakes in two or more pharmacies.1 The number of owners with stakes in multiple stores has been growing, noted Chris Cella, national vice president for RxOwnership, which helps owners start, buy and sell independent pharmacies.

Adding a location can generate additional revenue – and more. With a second pharmacy you can:

Pay less for drugs from your wholesaler as volume increases.

Spread costs across multiple locations. For example, one delivery car may be able to serve both locations, if they are nearby.

Increase services. You may upgrade to a new pharmacy management system or add a compliance packaging machine to serve multiple locations.

Improve staffing. When pharmacies are within reasonable driving distance, you can offer an employee a full schedule split between the two locations.

Look for the signs to grow

Multiple signs can point to an opportunity for an additional pharmacy. Important signs can come from:

Current patients. If you draw a significant number of customers from two or three different ZIP codes across a 10- to 15-mile area, Cella said, that may signal where to have another location.

Healthcare partners. Providers who are opening a new clinic or facility may want a pharmacy on site. This can be a great opportunity to form a partnership. Keep your eyes and ears open for opportunities.

An owner ready to sell. RxOwnership offers confidential, no-fee resources for buyers and sellers of independent pharmacies. RxOwnership may know an independent owner in your area who is ready to sell or retire.

“It can be easier to buy than build,” Cella said, and you start with an existing patient base. However, he noted, “It can take more money to buy.”

Crunch the numbers

Cella advised that before deciding to pursue another store, it is essential to conduct a thorough financial analysis. (Again, RxOwnership can help.)

Specific advice from Cella’s years of experience includes:

Ensure your first pharmacy is on solid footing and you’re comfortable with the financials before taking on another location. Profit from the first store must be high enough to cover getting the second store up and running until it is profitable. “You don’t want to overextend on multiple locations, because then you have multiple things coming due,” Cella said.

Understand your cash flow. Remember, a few months down the road DIR fees can wipe out a portion of your considered profit.

Consider your financing needs. Do you need a loan, seed money or a partner?

Challenge your cost assumptions. Don’t blindly assume that your costs will be the same for your next store. In Cella’s experience, rent can differ greatly from market to market.

Also, consider creative options. For example, when opening a second pharmacy, you may not need a clone of your first store. A satellite pharmacy served through the first location may allow you to expand with less overhead.

Human capital is key

In deciding to open or purchase another location, it is wise to have a team of trusted advisors that includes an accountant, attorney, financial advisor, insurance agent and more. This team can offer wisdom and advice to avoid missteps and help make good decisions.

Then, when opening another store, having great people in the store is critical. An owner can manage one store him/herself but adding a second store creates an entirely new set of challenges.

You need personnel at each location who will manage it the way you want when you’re not there, Cella said. “Is there going to be someone in that second store who’s going to execute on the business plan like the owner wants?”

Tap RxOwnership

RxOwnership has helped thousands of independent pharmacy owners grow by opening or acquiring new stores.

“We don’t want you to open a store and fail,” the national vice president of RxOwnership said. “When you’re ready, we’ll help you grow.”

]]>https://join.healthmart.com/business-and-operations/are-you-ready-for-a-second-store/feed/0Give heart patients some extra supporthttps://join.healthmart.com/pharmacy-marketing-and-promotions/american-heart-month-can-highlight-your-care-year-round/
https://join.healthmart.com/pharmacy-marketing-and-promotions/american-heart-month-can-highlight-your-care-year-round/#respondThu, 30 Jan 2020 21:17:16 +0000http://join.healthmart.com/?p=5168American Heart Month can highlight your care year round In brief: Heart disease remains the leading killer in the US1 And, about half of adults have one of the top cardiac risk factors Use American Heart Month to call attention to ways your pharmacy helps patients with heart health From improving adherence to promoting healthy…

The need for action

Heart disease remains a tremendous problem in the United States. In the time it takes to read this article, several Americans will die from heart disease, as 1 person dies every 37 seconds.2

Nearly half of Americans have at least one of the top three risk factors:

High blood pressure

High cholesterol

Smoking

Many people with high blood pressure or high cholesterol are not aware they are at risk, since these risk factors are silent. They may also not realize they are at risk since new guidelines (published in 2017) changed the definition of high blood pressure to 130/80.3

Source: American Heart Association3

During American Heart Month call attention to the problem & solutions

Heart health will be top of mind in February, because it is American Heart Month. Seize the opportunity to show your community the many ways that your pharmacy supports patients.

Multiple ways to serve these patients

Start with screenings. Blood pressure and cholesterol are key. Pharmacy students can help you fit this service into your pharmacy’s workflow every day, not just during health events.

Improve adherence. One study found that only 6% of patients with cardiovascular disease take statins as prescribed.4 In fact, one quarter of patients didn’t even get the first prescription filled and another 25% missed the second fill.
Reach out to prescribers to explain how you will counsel patients and offer services such as medication synchronization and compliance packaging to keep them on track.

Don’t forget the front end. Side effects from statins and other meds can be substantial. Talk with patients to understand their situation and offer solutions. For example, some patients experiencing muscle cramps may benefit from a coenzyme Q10 supplement. Also, warnings for patients with heart disease and hypertension appear on OTC products for conditions including:5

Pain

Nasal congestion

Asthma

Hemorrhoids

Allergic conjunctivitis

Remind patients about possible side effects and regularly remind them that you are there to help answer questions about medication safety.

Provide advice on diet, exercise, smoking and sleep. Work with experts in your community to better serve these patients. For example, you might bring in a registered dietician for healthy eating demonstrations or a fitness expert for exercise programs.
An example in New York City is that some pharmacies are working with the Health Department to help patients eat more fresh produce. When patients in the Supplemental Nutrition Assistance Program (SNAP) fill prescriptions for blood pressure medications, they receive $30 in “Health Bucks” they can use at farmers markets.6
Smoking cessation and better sleep can also have a significant impact on patients’ health. Discuss these topics with patients and suggest products and services that can help.

Target marketing

In your marketing plans, think specifically about patients with heart disease. For example:

Search your patient database to identify patients with heart disease to target for specific promotions, such as a discount on a new blood pressure monitor.

Reach out at key times, such when guidelines change or during special occasions, like American Heart Month. Another time to reach out: when a nearby pharmacy closes. When a pharmacy closes, the percent of patients with heart disease who fail to refill a statin nearly doubles, with similar results for beta blockers and blood thinners.7 Even the number of fully adherent patients who fail to refill a prescription rises. This is a prime opportunity to attract and assist new patients.

These tips can help to strengthen your patients’ heart health. Fill in any gaps in the care you offer as well as gaps in the community – and ensure your community falls in love with your pharmacy.